Why we are powerless to stop foolish actions
Well, none of us have ever made a bad decision, have we?
Our prospects, on the other hand, made all of those bad decisions by saying “no” to our offers.
Couldn’t they see that what we had to offer was going to solve their problems? How could they be so blind to our magnificence?
Yes, bad decisions are made.
But, rather than being victims of bad decisions, let’s figure this out together.
The majority of people go through life dealing with one problem after another.
This is why we should position our business as a solution to problems.
This is what our prospects want.
Ask yourselves, “Do they want more money in their life … or less?” So of course, most people are pre-sold prospects already.
But, when we talk to them, they don’t trust us, they don’t believe us … so they pretend to not be prospects.
The first rule is to build rapport.
That means showing prospects that we see the world the same way as they do.
For example, we can start a conversation by saying, “You know, jobs take up so much of our time.” If the prospect agrees, the prospect feels more trust and will want to believe other things we say.
The simple formula for rejection-free and stress-free prospecting is:
- Ask if our prospects have this problem.
- Ask if our prospects want to fix the problem.
- Ask when our prospects want to fix the problem.
- Then give our prospects an option to fix their problem with us … or continue to keep their problem.
When we make an offer, what do we compare our offer with? Human brains like to compare new information with something known.
Open conversations with curiosity. Now our prospects will listen.
Curiosity drives open conversations. Now our prospects will pay attention.
Here is an idea for rapport words:
“Do you ever get worried about…?”
Another Idea for opening words:
“I was the only employee who smiled when the company closed our department.”
This is an Idea for closing words:
“What do you want to do next?”
The question is, “What do we compare our opportunity to?”
- A part-time job?
- An expensive franchise?
- A vacation from the boss?
- More time with the family?
- Miserable commuting to and from work?
- Our chance to take full advantage of our lives?
It makes a difference.
Do you need more “starter words” to entice prospects?
- “We can assist you if you cannot afford insurance.”
- “Fat tablets, particularly for chocoholics.”
- “Do you prefer to work hard for yourself… or for your boss?”
- “Instead of going to work, drive to the bank.”
- “In three minutes, you can change your life.”
- “For 30 days, see how good your skin can look.”
- “5 Reasons Your Job Is Harmful to Your Health.”
Are you ready to take the next step in your career?
If you want to learn more about:
What we should do after our presentation.
What should you say to get the final say?
How to avoid being embarrassed or rejected.
How to Avoid Procrastination and “Thinking About It”
Contact me if you are ready for higher-level skills: